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The term 'sales team' can mean different things to different businesses. To some it may mean cross-functional client account teams working within global enterprises. To others it may mean small multi-client territory-based salespeople working closely with a sales manager. Whatever 'sales team' means to your business the fact is that building the teams that 'others would like to be a part of' takes commitment and planning. From the initial recruitment processes and induction of new team members, to the remuneration packages and recognition schemes the focus for world-class companies is on how these support the sales strategy. Key questions that need to be answered include:
- How do we know what our sales teams are thinking and doing and what implications does this have in terms of what we sell and how we are selling it ?
- What do our customers think of our sales people ?
- Do we know that our people are working well together, or are certain behaviours and prejudices having a detrimental effect on our ability to close more business ?
- Do we regularly review our recruitment processes and reward structures in order to ensure that we are attracting the right calibre of person ?
- Do we manage our recognition programmes as well as we should in order to maximise their impact on the sales force ?
- Do we make the most of the times when we have the entire sales force together, for example at sales conferences, by providing learning for all through clear messaging delivered effectively ?
- What tools and support do we give to our managers in order to spread best practices to their teams ?
Do we really do a good job of letting our teams know "what a good job looks like" ?
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New Product Launch
Collaborative Health Check 
